“ The focus is on specific closing techniques that can be deployed, as well as the longer term strategy of ending every sales process positively. You will examine the psychology of you and your prospect at the vital closing stage of the sale.”

Authors: Eric Smith and Jon Warner

The focus is on specific closing techniques that can be deployed, as well as the longer term strategy of ending every sales process positively. You will examine the psychology of you and your prospect at the vital closing stage of the sale.

The First Sales Handbook deals with finding and managing prospects for your products or services.

The Second Sales Handbook deals with sales presentations and sales negotiating.

This handbook is part of a series containing self-paced questionnaires and workshops and examples to enable people to improve their skills.

Handbook Contents:

Effective points for a close
Factors that may influence success
Why the close may fail
Your attitude
Setting the mood for a sale
Building closing points into the presentation
Using the language of success
A process for watching for buying signals
Ways of closing the sale
Good closing lines
Post-sales responsibilities and systems

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